As senior area branch manager for Citywide Home Loans, Gavin Ekstrom motivates employees with a tiered compensation system. Using this system, Gavin Ekstrom has driven a $560 million increase in sales since 2007.
The tiered compensation system operates on the simple principle that employees work harder and produce more when improved results means increased financial compensation. The system sets particular targets for employees to reach. When an employee hits a particular benchmark, his or her commission or bonus pay increases. Many companies have achieved success in this system by setting an initial tier at an achievable level for most team members. A second tier would be reachable by a smaller collection of high performers, while an elite target encourages top producers to reach for the highest possible levels. Statistics show that core, non-elite performers produce better when they have more individual milestones as goals, which indicates that this system reaches a cohort of performers often ignored by systems with milestones that are either too high or too easy to attain.
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AuthorA motivational leader with many years of experience in the mortgage sector, Gavin Ekstrom currently serves as an area branch manager with Citywide Home Loans in Denver, Colorado. Archives
March 2018
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